22 Feb 2021

Despite Corona - "Sales forecasting" is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem ...

18 Feb 2021

Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business. The sales-verse is inhabited by better-educated customers these days, and we have innovations meant to streamline the getting and keeping of business, ...

01 Feb 2021

It is probably true that most of us would see ourselves as rational people.  When questioned about our reasons for buying we are more likely to come up with rational reasons – but if we are really honest with ourselves, we know intuitively that that isn’t really the whole story.  Alongside the rational reasons customers might tell us will influence their buying decision will al...